DiTolla: Is CEREC considered a more conservative restoration?
Puri: Ceramic is a little bit more aggressive than gold because you need more thickness with the ceramic than you do with a gold restoration. Properly done, I think a CEREC is very conservative. I can save tooth structures that I would otherwise have to cut down just to retain a temporary or to retain the permanent crown. With CEREC, I can just replace what’s missing.
DiTolla: When you first purchased your CEREC, what was your investment in terms of time, training and money?
Agarwal: CEREC is a big investment, no question about it. But more importantly, it represents a line-item shift in your practice. In actuality, the machine didn’t cost me anything because I replaced my laboratory bill with my CEREC payment.
DiTolla: How were you able to weigh the cost versus the benefit when making the decision to purchase CEREC?
Fleming: My receptionist had added up all the ceramic restorations I had to send out. She then added up the time it takes to get the restorations back. She also added in further training. After she subtracted 10 percent from that sum, we compared what my monthly CEREC payments were going to be against my current lab fees. It came back incredibly positive. That just sealed the deal for me.
DiTolla: Is there a “litmus” test for whether or not it makes sense for a practice to get a CEREC machine? Is there a minimum number of restorations you need to be doing a month to be able to pay for it?
Puri: The way to determine if CEREC is going to work in your practice is to look at your lab bill. I’m doing 40 restorations a month at $200 a unit and that’s $8,000 in lab bill. If I do those same 40 units with CEREC, I’m still fixed at $2,000 a month. This is a capital equipment investment that you can depreciate, which saves you even more money.
DiTolla: Why are so many doctors still struggling with the decision to purchase a CEREC? Why is there so much skepticism about this technology?
Agarwal: I think the biggest roadblock for most dentists is themselves. My staff is pushing me to do things with CEREC now that I was having the lab do before. They are taking me to the next level by promoting CEREC to our patients. They are asking patients if they would like us to take care of their restorations today during their visit.
DiTolla: Is getting your staff to buy into the concept important in laying the foundation for integrating CEREC into your practice?
Agarwal: You have to have your team on board. The best advice I can give is to do “technical updates” with your team members. Every month I sit down and I’ll show them cases and techniques and introduce them to new products and current events in dentistry.
DiTolla: Who within the practice is responsible for setting the stage for success when purchasing a CEREC? How is that done?
Agarwal: It is important that every team member is on board with any technology you purchase. Your team members should be trained to understand what processes are involved and how to make treatment comfortable for your patients. The most important person in my practice has been my treatment coordinator. She is completely responsible for seeing our patients through each step of the way. She’s able to sit down with the patient and present all the different patient payment options, including using CareCredit, to make the procedure affordable.
Fleming: The bottom-line decision will be made by whoever is paying for it, which is usually the dentist. I made sure that there was a demonstration for the staff. Everyone had the opportunity to ask questions. It doesn’t matter how good you are or what the technology can do for you; if you don’t involve the people who you work with, you’re paddling upstream.
DiTolla: How easy or difficult was it to integrate CEREC in your daily routine?
Puri: For the first 10 restorations, we took an impression of the patient and my assistant would ask me what lab we were sending it to. I would tell her we are sending it to the Sirona Lab. We’d put on a temporary, send the patient home and make the restoration on the model. It is pretty easy to integrate clinically. Most people are able to pick that up fairly well.
DiTolla: Did purchasing your CEREC affect the fees that you charge the patients? If it did, how did it affect them?
Puri: We keep our fees the same whether we’re doing a CEREC restoration, a gold crown, or a PFM. It’s all the same. I wouldn’t want to switch fees on the patient midstream.
DiTolla: How has CEREC impacted the top line of your practice, increasing production and case acceptance? How do you enhance your production by using the “single visit” concept?
Puri: It’s wonderful to tell patients, “You need this crown, we can have it done today, and you have six months to pay for it.” We’ve had tremendous growth in our practice over the last few years, and CEREC and CareCredit patient financing have been a huge part of that.
Agarwal: One of the biggest difficulties in our practice is always the ability to sit down and spend time with patients. What I’ve learned is that typically, in my one-and-a-half hour block for CEREC, there’s about 20 to 30 minutes that I’m free to spend with new patients and get a better feel as to why they’re here. Then I can spend more time explaining what we can do for them. I’ve gotten comments like, “I’ve never had a dentist who sat down with me or has taken this much time with me.” I’ve seen a greater case acceptance and a greater appreciation from my patients.
DiTolla: How does having a CEREC affect patient loyalty and satisfaction? Do you receive referrals from patients who you have performed CEREC restorations on?
Puri: We’ve had a lot of patient referrals because they will have a visitor from out of town who breaks a tooth. Usually when that happens they will send them to their local dentist and ask, “Can you put a temporary on them?” Now, they’ll send them to us and ask, “Can you put a permanent crown on that patient?” and we can do it in one visit.
DiTolla: Why is it important to have more control over certain procedures?
Puri: As soon as you’re done prepping, you take a picture of the tooth and it shows up on your screen. You get to design your restoration right there. That means you have to be able to see your margins. You also have to make sure you have enough clearance in your restoration. You have that instant feedback.
DiTolla: How has using the CEREC machine impacted your ability to deliver exceptional dentistry?
Agarwal: It has completely changed the way my practice works. My practice has gone from seeing eight to 10 patients a day to about four or five a day. We’ve also increased our practice productivity and profitability. I have been able to do things I enjoy such as making restorations, staining them and making them look fantastic. Our team members are more excited about dentistry and even our patients are more excited. When our patients can get excited about dentistry, we tend to see more referrals.
DiTolla: Does the combination of patient financing and CEREC technology help when a patient breaks a tooth and wants to get it fixed quickly?
Mirzayan: Patient financing works great in any aspect of dentistry. It completely removes us from the role of being the bill collector. We are able to present the patient with all of the different financing options. The rates and the way it is structured is very amicable for the patients, particularly the ones where they don’t have to pay interest. We absorb that, but it is such an insignificant cost and with the CEREC, we are able to get the work done right then and there.
DiTolla: What has been the single biggest benefit of having a CEREC? Is it ease of use, precision, predictability, or is it the ability to control overhead?
Agarwal: In my opinion, it’s each one of those.
Puri: The ability to control my overhead.
Fleming: I love the predictability. I love what it does for the patients. The staff is enthused about it. They get to talk about it. Everyone on the staff has CEREC restorations in their mouths so they can personally speak to it.
DiTolla: If you were talking to a friend of yours who is a dentist, and he was considering purchasing a CEREC machine, what would you say to him?
Puri: Run, don’t walk. Get proper training. There are a lot of good resources out there to get trained well. Take your time with the machine.
Fleming: I would ask him, if he was considering CEREC, what led him to make this decision. I would ask how the CEREC is going to impact him, the practice and the patients. I would ask him where purchasing this system fits into his practice’s philosophy. I would tell him to make his values and purpose so clear that his work is a reminder of what he likes best about himself. I believe you have to look at your beliefs and values in order to make a proper decision to purchase a CEREC.
Agarwal: If you are looking for excitement in your practice and if you are looking to step up to cutting edge dentistry, then CEREC makes sense. It allows you to have a technology in your office many other dentists don’t have. And it allows you to provide beautiful dentistry.
Mirzayan: You can conceivably pay this machine off, take the depreciation, fix your lab overhead, and come out thousands of dollars ahead in the first year. If you wait two, three or four years then you’re going to lose out on a tremendous opportunity to take advantage of all the benefits CEREC provides.
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